7 secret to make you a good sales person

Posted August 12th, 2008 by admin

I have been in the sales line for quite some years now and i would like to share some of my experience here.

Make appointment.
Do not ever bump into your customers’ office saying that you are just passing by the area and wish to drop by to see him. Unless you are really close to him, else he will not welcome you at all because he has so much better things to do rather than wasting time entertaining you. Normally your client will say “i am not free today; i am busy; i have a meeting later; i don’t have time.”

Did not pick up call.

Please pick up your customers’ call even though you are in toilet because he/she might have some urgent thing to discuss with you. If you are not free, please pick up the call and tell him that you will call back in XX minutes because you are not free at this moment.

Try is not enough.

Do not ever say ” i will try to … i will try my best to …”. To your clients, he will think that you are just trying to “push his request away” or you are not doing your responsibility because he only wants to know how you can help him and not “i will try to …”. Your customer will prefer to hear this from you, “give me a day, i will get back to you tomorrow morning before 9 am to give you an answer.”

I don’t know.

If you do not know about your own products, how can they trust you and your products? It is ridiculous to tell your customers that you are not sure about the product or you need to study about the product. “Familiarize with your product before you meet your customer.”

It is not my fault.

“If you have ever say this to your customers, then i am sure you will slowly losing his/her deal because it shows that you are an irresponsible sales person which trying to push away your responsibility.

Confirm the order.

It is good to be aggressive in getting sales but never ever force your customer to make decision. If he says he need more time to consider, then give him time while providing extra valuable services like cross reference with other same products and understand his needs and budget. If your products fit into his requirement, he will definitely buy from you. Else, he will try to delay the purchase. You will never want to lose a customer because of a deal.

Lowerest price in town.

I never emphasize price in any deal because i know customers want a good services rather than good price bad services. No doubt price is still an issue but try your best to sell your values rather than price. I have sold exactly same products which my competitors are offering, with a much higher price to my customers when i was a sr. sales engineer in my previous company years ago. I did ask my customer why he bought from me even though the product was much expensive. This was what he said:” If i buy from ***(My company’s direct competitor), i afraid you will never come and service me anymore.” See, service is more important than pricing in a deal. Of course not in every deal la..